Become A Director, Strategic Alliances

* Develop and maintain relationships with strategic partners
* Drive technology integration, solutions validation and business plans to maximize sales revenue and differentiated value to Nutanix’s customers and partners with milestone-driven goals and outcomes
* Drive regular cadence and governance across the executive, business units and technical owners with milestone metrics and progress tracking
* Work closely with key stakeholders across regions, business units and executives to deliver a results-oriented partner plan
* Provide strategic insight on partner strategies and roadmaps to recommend solutions and adapt to the changing market landscape
* Develop architectural roadmap engagements to drive innovation of Nutanix product lines aligned with the ecosystem.
* Act as a thought leader to Nutanix internal teams on business and strategic issues relating to the Nutanix technology partner ecosystem

* Work in close cooperation with alliance partners and JDA Sales, Marketing and Industry teams to ensure partners are fully conversant with relevant JDA offerings and can position these offerings effectively as well as deliver projects that result in high customer satisfaction
* Manage effectively global-level Tier 1 Systems Integrators (SIs), JDA Resellers showing demonstrated capability to work with partner and JDA executives.
* Manage multiple alliance partners to drive a broad portfolio across partners, industries and/or solution areas, achieving target objectives across the partner ecosystem.
* Facilitate the development of strategic business plans for all assigned partners to meet or exceed assigned business goals.
* Develop, promote, and measure partner enablement and certification plans and results to maximize partner capabilities and bench strength.
* Work with partners to identify opportunities and create demand through lead generation activities and target account selling strategies.
* Conduct regular partner pipeline reviews and actively track joint sales pipeline to meet or exceed quarterly and annual revenue targets.
* Secure and manage partner co-funding for marketing programs, sales campaigns, and product development initiatives.
* Develop and maintain relationships with global partners and alliances counterparts to leverage corporate initiatives and to ensure adherence to alliances team standards.
* Monitor partners’ business results, making recommendations for improvements to increase joint penetration and mutual success.
* Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
* Develop and share best practices with JDA, managed partners and the alliances team.
* Serve as senior-level expert among alliances team managers & directors

* Leadership and program management of Cloud growth initiative(s) including engaging partner to invest in Oracle Cloud GTM, Delivery Capability/Capacity, Vertical Market Offerings, and Cloud based delivery methodologies which drive consistent, quality implementations that accelerate subscription consumption and expansion. /
* Overall accountability for Cloud ARR revenue and capability/capacity targets with Partner for assigned initiative(s) and focus area(s). /
* Creation and management of Cloud GTM Framework initiatives, based on the 7-layer Cloud GTM methodology, to drive incremental new Cloud pipeline, ARR, Go Lives, and Partner Cloud Practice Capacity. /
* Engage with and leverage Regional teams to drive Target account planning, opportunity identification/qualification, pipeline management, opportunity execution, and implementation success related to the Cloud designated initiative(s). /
* Initiate and develop strong, sustainable, trusted advisor oriented relationships across senior management, industry practice leaders, technology leaders, and client team leaders with the assigned partner that can be leveraged to create new Cloud revenue opportunities for Oracle. /
* Develop strong sustainable relationships with Oracle direct sales teams and foster a culture of strong pro-active teaming with designated Cloud partner. /
* Develop and evangelize Cloud based value propositions uniquely with the SI partner and Oracle field, which could include product/solution value propositions, and market positioning. /
* Drive high quality, on time and on budget cloud project implementations with partner which delight customers and drives subscription renewal, expansion, and add-ons. /
* Identify and support creation of net new repeatable assets and architectures with the SI partner, that leverage Oracle Cloud. /
* Work with Cloud SI to produce and harvest Cloud reference wins/use cases and post Go
* Live implementation case studies to promote repeatability. /
* Promote global teaming with direct and indirect teams to drive an integrated Cloud partner strategy and plan that benefits the global alliance and Cloud GTM in select regions. /
* Build and own the Cloud business plan with the partner, providing necessary key performance indicator (KPI) reporting on a regular basis

* Initiate, penetrate and build business relationships with targeted high potential strategic vendor accounts.
* Develop negotiating strategies and positions while studying integration of new strategic alliances with TPC operations; examining risks and potential win-win scenarios while assessing partners' needs and goals.
* Follow up with strategic prospects via phone, email and face to face meetings.
* Communicate and articulate the company’s value proposition with full understanding of its benefits to the strategic vendor prospect.
* Deliver presentations, demonstrations and training to strategic vendor prospects as needed.
* Build pipeline and forecast potential strategic vendors, with clear concise assessments of present state of efforts to date, next steps and tactics.
* Maintain a question based solution-oriented selling approach.
* Effectively qualify and advance vendors through Leasing Needs Analysis; use value-based selling such as SPIN.
* Diligently use CRM (Salesforce.com) to capture relevant data, and keep comprehensive and accurate notes.
* Effectively use Internet and other resources to prospect for new leads, to network with key contacts, and to better understand the vendor’s industry and business.
* Act effectively on TimePayment supplied targets and penetrate through confident persistence, professionalism and understanding of the situational next steps.
* Maintain all essential self-study programs to ensure understanding of the company’s programs.
* Ensure a seamless transition of onboarding of new strategic vendor to the Retention BDM following successful mutual commitment.
* Support the company’s mission.
* Develop, test and share best practices with the sales team.
* Maintain industry segment intelligence and maintain awareness of industry trends and the strengths and weaknesses of the competition within each core industry.
* Keep management informed about geographic and market opportunities.
* Maintain compliance with company policies and work with the highest degree of professionalism and ethics